Sales Communication using personal communication assessment

Description


Review

the results of your personal communication style from the assessment you took in Week 1.


This is attached!! Please review prior to writing the paper.


Write

a 1,050- to 1,400-word paper that explains each stage of the consumer decision-making process and the importance of effective sales communication at each stage of the process.


Discuss

how different communication styles may affect selling relationships.


Include

the following:

  • Stages in the consumer decision-making process:
  • How does consumer behavior affect the sale of the product?
  • How would you follow each step of the AIDA model to assist a consumer through his or her decision-making process?
  • What is the importance of effective sales communication at each stage of the process?
  • How would you adapt your personal communication style to sell to a business, as opposed to selling to a consumer?
  • Your personal communication style:
  • What are characteristics or traits of your communication style?
  • Where do you think you fall on the sociability and dominance continuum?
  • What are some examples of how your communication style could both benefit and hinder your selling relationships?
  • How will you overcome communication-style bias?


Format

your assignment according to appropriate course-level APA guidelines.

SELLING TODAY Communication Style Assessment Exercise TM
This assessment exercise is copyrighted and is to be used exclusively with SELLING TODAY: Creating Customer Value
INSTRUCTIONS: The words listed below describe attitudes or behaviors expressed when communicating and interacting
with others. Carefully consider each word and decide whether it accurately describes the attitude or behavior of the person
being assessed.
Rating Scale: Using the numbers 4, 3, 2, 1, and 0 (4 is most descriptive and 0 is least descriptive), enter the number that
represents the behavior of the person you are assessing. You must provide a number for all the words presented.
Enter the name of the person being assessed in the box below.
Name
Reminder: Provide a number for all words presented.
2
Precise
2
Bold
3
Unrelenting
3
Meticulous
3
Conforming
4
Cautious
4
Diligent
3
Emotional
2
Deliberate
3
Forceful
2
Collaborative
3
Gentle
3
Dynamic
4
Approachable
2
Patient
2
Serious
2
Methodical
3
Influential
3
Aggressive
3
Lighthearted
3
Outspoken
3
Stimulating
2
Spontaneous
4
Warm
4
Excitable
4
Organized
3
Enthusiastic
2
Requiring
4
Intense
3
Determined
1
Unemotional
4
Sociable
3
Relaxed
2
Disciplined
2
Persuasive
3
Decisive
4
Talkative
4
Sensitive
2
Competitive
1
Reserved
When Finished, Click Here.
Emotive
Preferred Communication Style of Name:
The identified preferred communication style is an Emotive. An emotive enjoys a fast
paced, enthusiastic environment where persuasive skills can be used to bring others into
an alliance to accomplish goals. An emotive has a dynamic ability to think quickly and
thrive on involvement with people.
The Preferred Range of Communication Styles of Name
32
31
31
30
29
29
28
28
27
26
26
25
24
23
Reflective
Supportive
Directive
Emotive
The highest point on this chart is the dominant or preferred communication style. The other bars show the
preferences for alternative styles.
You may now print this completed survey for future reference.
Copyright 2009
SELLING TODAY Communication Styles Exercise
SUGGESTIONS FOR SELF-IMPROVEMENT
Person
Preferred Communication Style
Name
Emotive
An Emotive may enjoy more success and happiness by controlling the use of his or her
time and emotions, developing a more objective mindset, and taking a more logical
approach to projects and issues. He or she needs to spend more time checking,
verifying, specifying and organizing, while developing more of a task focus.
Specifically, an Emotive may enjoy more success when communicating with other styles
in the following manner:
Communicating More Effectively With The Supportive
Take time to build a social relationship with the Supportive person. Spend time learning
about the matters that are important in this individual’s life—family, hobbies, and major
interests. Listen carefully to personal opinions and feelings. Supportive individuals like to
conduct business with people who are professional but friendly. Therefore, study their
feelings and emotional needs as well as their technical and business needs. Throughout
your relationship provide personal assurances and support for their views. If you disagree
with a Supportive person, curb the desire to disagree too assertively; Supportive people
tend to dislike conflict. Give them time to comprehend your thoughts. Patience is
important.
Communicating More Effectively With The Directive
The key to relating to a Directive is to keep the relationship somewhat businesslike.
Developing a strong personal relationship is not a high priority for Directives. In other
words, friendship is not usually a condition for a good working relationship. Your goal is to
be as efficient, time disciplined, and well organized as possible and to provide appropriate
facts, figures, and success probabilities. Most Directives are goal-oriented people, so try
to identify their primary objectives and then determine ways to support and help with
these objectives. Ask specific questions and carefully note responses. Look for specific
points you can respond to when it is time to present your ideas.
Communicating Effectively with the Reflective
The Reflective person responds in a positive way to thoughtful and well-organized ideas
and plans. Arrive at meetings on time and be well prepared. In most cases it is not
necessary to spend a great deal of time working on a social relationship. Reflective
people appreciate a no-nonsense, businesslike relationship. Use specific questions that
show clear direction, and once you have information concerning the reflective’s needs
and interests present your thoughts in a slow, deliberate way. Provide facts and as much
documentation as possible. Do not be in a hurry and be careful about pressuring the
Reflective to make a quick decision.
Reflective
2
PRECISE
2
DELIBERATE
2
METHODICAL
4
CAUTIOUS
4
ORGANIZED
2
DISCIPLINED
4
DILIGENT
UNEMOTIONAL 1
3
METICULOUS
2
SERIOUS
Survey Calculation
Supportive
Directive
3
4
CONFORMING
INTENSE
3
2
RELAXED
BOLD
3
APPROACHABLE 4
FORCEFUL
4
3
SENSITIVE
INFLUENTIAL
COLLABORATIVE 2
DETERMINED 3
2
PATIENT
UNRELENTING 3
3
3
GENTLE
AGGRESSIVE
3
LIGHTHEARTED
COMPETITIVE 2
4
2
WARM
REQUIRING
1
3
RESERVED
DECISIVE
Emotive
3
DYNAMIC
3
OUTSPOKEN
4
EXCITABLE
4
TALKATIVE
3
STIMULATING
SPONTANEOUS 2
ENTHUSIASTIC 3
2
PERSUASIVE
3
EMOTIONAL
4
SOCIABLE
TOTAL
TOTAL
TOTAL
26
29
Reflective
26
List
Supportive
Directive
Emotive
Total
Maximum
29
28
31
114
31
0
1
2
3
4
TOTAL
28
31
Styles Descriptions
Reflective
The identified preferred communication style is a Reflective. A reflective enjoys studying problems and finding s
Supportive
The identified preferred communication style is a Supportive. A supportive enjoys teamwork that provides close
Directive
The identified preferred communication style is a Directive. A directive enjoys accepting challenges and authorit
Emotive
The identified preferred communication style is an Emotive. An emotive enjoys a fast paced, enthusiastic enviro
Styles Improvement
Reflective
A Reflective may enjoy more success and happiness by openly showing concern and appreciation of others, oc
Supportive
A Supportive may enjoy more happiness and success by saying “no” occasionally, and attending to the complet
Directive
A Directive may enjoy more success and happiness by practicing active listening, adopting a more relaxed pace
Emotive
An Emotive may enjoy more success and happiness by controlling the use of his or her time and emotions, dev
Styles Communication with Others
Specifically, a Reflective may enjoy more success when communicating with the three other styles in the following manner:
Specifically, a Supportive may enjoy more success when communicating with other styles in the following manner:
Specifically, a Directive may enjoy more success when communicating with other styles in the following manner:
Specifically, an Emotive may enjoy more success when communicating with other styles in the following manner:
Communicating Effectively with the Reflective
The Reflective person responds in a positive way to thoughtful and well-organized ideas and plans. Arrive
time and be well prepared. In most cases it is not necessary to spend a great deal of time working on a s
Reflective people appreciate a no-nonsense, businesslike relationship. Use specific questions that show
and once you have information concerning the reflective’s needs and interests present your thoughts in a
way. Provide facts and as much documentation as possible. Do not be in a hurry and be careful about pr
Reflective to make a quick decision.
Communicating More Effectively With The Supportive
Take time to build a social relationship with the Supportive person. Spend time learning about the matters
important in this individual’s life—family, hobbies, and major interests. Listen carefully to personal opinion
Supportive individuals like to conduct business with people who are professional but friendly. Therefore, s
and emotional needs as well as their technical and business needs. Throughout your relationship provide
assurances and support for their views. If you disagree with a Supportive person, curb the desire to disag
assertively; Supportive people tend to dislike conflict. Give them time to comprehend your thoughts. Patie
Communicating More Effectively With The Directive
The key to relating to a Directive is to keep the relationship somewhat businesslike. Developing a strong
relationship is not a high priority for Directives. In other words, friendship is not usually a condition for a g
relationship. Your goal is to be as efficient, time disciplined, and well organized as possible and to provide
facts, figures, and success probabilities. Most Directives are goal-oriented people, so try to identify their p
and then determine ways to support and help with these objectives. Ask specific questions and carefully n
Look for specific points you can respond to when it is time to present your ideas.
Communicating More Effectively With The Emotive
If you are communicating with an Emotive person, you will need to move at a somewhat rapid pace that h
attention. Be enthusiastic and avoid an approach may be stiff and formal. Take time to establish goodwill
relationships. Do not place too much emphasis on facts and details. To deal effectively with Emotive peo
that provides support for their opinions, ideas, and dreams. Plan to ask questions concerning their opinio
be prepared to help them get “back on track” if they move too far away from the topic being discussed. M
contact and, above all, be a good listener.
studying problems and finding solutions to them. A reflective focuses on challenges and works in an organized, disciplined manner in order
ys teamwork that provides close, friendly, personal relationships with others. A supportive is people-oriented and has the ability to get others
ccepting challenges and authority, and providing quick solutions. A directive exhibits firmness in relationships and is oriented toward product
a fast paced, enthusiastic environment where persuasive skills can be used to bring others into an alliance to accomplish goals. An emotive
rn and appreciation of others, occasionally trying shortcuts and time-savers, and adjusting more readily to change and disorganization. He or
ally, and attending to the completion of tasks without oversensitivity to the feelings of others. He or she should be more willing to delegate to
ng, adopting a more relaxed pace, and developing more patience, humility and sensitivity. He or she needs to show concern for others, use m
is or her time and emotions, developing a more objective mindset, and taking a more logical approach to projects and issues. He or she nee
tyles in the following manner:
he following manner:
following manner:
e following manner:
zed ideas and plans. Arrive at meetings on
deal of time working on a social relationship.
pecific questions that show clear direction,
present your thoughts in a slow, deliberate
rry and be careful about pressuring the
e learning about the matters that are
arefully to personal opinions and feelings.
nal but friendly. Therefore, study their feelings
ut your relationship provide personal
on, curb the desire to disagree too
ehend your thoughts. Patience is important.
slike. Developing a strong personal
t usually a condition for a good working
d as possible and to provide appropriate
ple, so try to identify their primary objectives
fic questions and carefully note responses.
as.
somewhat rapid pace that holds their
e time to establish goodwill and build
ffectively with Emotive people, plan actions
ons concerning their opinions and ideas, but
e topic being discussed. Maintain good eye
organized, disciplined manner in order to reach his or her objectives.
oriented and has the ability to get others to open up and share their feelings about goals and objectives.
ionships and is oriented toward productivity and goals.
liance to accomplish goals. An emotive has a dynamic ability to think quickly and thrive on involvement with people.
ily to change and disorganization. He or she should strive to improve on decision-making timeliness, initiating new projects, compromising w
e should be more willing to delegate to others and to reach beyond his or her comfort zone to set goals that require some stretch and risk.
needs to show concern for others, use more caution, verbalize the reasons for their conclusions, and participate more as team players.
h to projects and issues. He or she needs to spend more time checking, verifying, specifying and organizing, while developing more of a tas
es.
nt with people.
initiating new projects, compromising with the opposition and stating unpopular decisions.
als that require some stretch and risk.
participate more as team players.
anizing, while developing more of a task focus.

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